Sandra Marsh-McClain

Questioner
DISC Type : c

Senior Learning Specialist at UPMC

Greater Pittsburgh Region, United States

Overview

Sandra has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Sandra has no verified topics they care about

Media Appearances

Sandra has no verified media appearances

Work History

6-2023
Senior Learning Specialist at UPMC
11-2020 - 6-2023
Learning Specialist at UPMC
10-2018 - 11-2020
Senior Program Manager and Facilitator at Pennsylvania Women Work
8-2017 - 10-2018
Program Manager for RISE and Course Facilitator at Pennsylvania Women Work
10-2016 - 8-2017
Staff Development Specialist at Carnegie Mellon University

Education

Master of Science in Human Resources Management from La Roche University
Master of Divinity from Southern Methodist University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Greater Pittsburgh Region, United States Job Level : Junior Designation : Senior Learning Specialist at UPMC
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Insights For Selling To Sandra

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sandra is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Sandra

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Sandra move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Sandra take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Sandra

Personality Compatibility


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